In real estate, your team is your greatest asset. Whether you run a brokerage or a growing team, surrounding yourself with high-performing agents and staff is the difference between thriving and just getting by.

But here’s the challenge: How do you find and develop the right people?

A great resume doesn’t always mean a great fit. Many agents talk a big game but don’t deliver when it comes to prospecting, lead follow-up, negotiation, and closing. That’s why team leaders and brokers need a clear strategy for identifying, hiring, and cultivating top-performing agents who will drive real results.

Why High-Performing Teams Win in Real Estate

The numbers don’t lie—top performers consistently outperform average agents.

🔹 High performers are 400% more productive than average employees.
🔹 Engaged teams boost profitability by 21%.
🔹 Well-structured teams see 6% higher profit margins.

Imagine the impact of building a team where every agent operates at peak performance. Your business would scale faster, listings would move quicker, and client satisfaction would skyrocket.

So, how do you find these rockstar agents? Here’s the playbook.

How to Identify High-Performing Agents Before Hiring

Too often, brokers hire on gut instinct or based on an impressive interview. The key is to dig deeper and look for traits that separate producers from pretenders.

1. Ask Problem-Solving Questions

A high-performing real estate agent isn’t just good at talking—they are problem-solvers.

In interviews, ask:
✔️ "Tell me about a deal that almost fell apart. How did you save it?"
✔️ "Have you ever had to win over a difficult client? How did you do it?"

Top performers will light up when discussing how they overcame challenges—others will fumble through vague answers.

2. Look for a Strong Culture Fit

A talented agent who doesn’t align with your brokerage’s culture is a disaster waiting to happen.

✅ Ask about their work style and values.
✅ Be honest about your expectations and team environment.
✅ Look for collaborators, not lone wolves—real estate is a team sport.

Green flags: Agents who value mentorship, accountability, and team support.

3. Assess Communication and Emotional Intelligence

Real estate is a people business. An agent’s ability to connect with clients, read situations, and handle tough conversations will make or break their success.

📌 Avoid basic interview scripts. Instead, watch how they interact in conversation. Are they engaging? Do they show empathy?

💡 Tip: Conduct group interviews or role-playing exercises to see how they respond in dynamic situations.

4. Talk About Long-Term Goals

If an agent only thinks short-term, they won’t stick around when the market shifts.

Instead of asking "Where do you see yourself in five years?", ask:
✔️ "What’s your ultimate goal in real estate?"
✔️ "What kind of team environment helps you thrive?"

You want agents with vision and commitment—not just people looking for a quick commission check.

5. Use Talent and Behavioral Assessments

Some of the best-performing teams use assessments to predict an agent’s success before hiring them.

📊 DISC personality tests can reveal if an agent has:
✅ The drive to prospect consistently
✅ The patience to nurture long-term leads
✅ The confidence to negotiate tough deals

Pro tip: Compare assessments against your top agents to see if a candidate fits your success blueprint.

How to Retain and Grow a High-Performance Team

Hiring great agents is only the first step. Keeping them engaged and performing at their peak is where the real work begins.

🔥 Here’s how to create a culture of excellence:
✔️ Coaching over micromanagement – Teach them how to solve problems, don’t just give them the answers.
✔️ Accountability – Set clear targets and track performance.
✔️ Recognition and rewards – Celebrate wins, big and small.
✔️ Ongoing training – The best agents never stop learning.

The most profitable and scalable real estate teams have one thing in common: They don’t settle for average.

If you’re ready to build a high-performing team that crushes the market, let’s talk.

📍 Join my Solo Agent Accountability Coaching Program HERE